Adapting Your Janitorial Company to a Changing Market
March 30, 2020
March 30, 2020
Where do we go from here?
As we see rapid changes to industry around the globe, some good, and some bad, one industry stands to change the most, (during this global crisis, and for the foreseeable future afterward) and that is, of course, the janitorial industry.
The very first thing to happen when everything escalated was a massive increase in society’s awareness of sanitation, cleanliness, and commercial spaces quickly needed to elevate the quality of the clean, and safe space they provided.
This may have a long-lasting impact on the commercial cleaning industry, and sanitation practices in general for the foreseeable future, but it is also having an immediate impact on many companies and individuals out there. And a lot of companies are facing some tough questions:
How do I position my cleaning company right now?
What do I need to do to retain my clients?
What changes do I need to make to stay relevant?d
In the words of Bulgarian writer and poet, Will Advise:
“Cats are marvelous creatures – they either adapt to circumstances, or decide to make circumstances adapt to them. Either way – they win.”
And the short answer to every question above is that simple: Adapt. You, like everyone else, will need to adapt if your goal is to thrive, and not simply survive.
Now for the long answer, because short answers aren’t very useful. So let’s spread those questions out and tackle them in turn. Of course, change is a frightening prospect, but sometimes it can bring about a lot of good. In the janitorial industry, these recent changes will probably ensure a greater emphasis on high quality cleaning practices for years to come.
Here’s a couple quick questions to check off:
Do I need to change my company messaging/marketing?
That may be necessary for a while. And trust us, pivoting to match the market is a smart move, especially when the market is required to change.
What may have worked before may not be as successful for you in times like this. You will very possibly need to look at your marketing material, blogs, tag line, paid ads, and assess if the message you are communicating is the right one under these circumstances.
Are you clear and confident in your services and ability to do them?
In a time where people have very specific needs and pain-points, you can’t rely on vague messaging “I’ll do whatever you need done” won’t cut it anymore. List your services for them, and leave as little uncertainty as you can. Your confidence directly translated into your client’s confidence.
Am I offering the right services?
If you don’t have: Deep-cleans, medical-facility-quality attention to detail, and approved cleaning supplies, then you may not be speaking to the pain-points your clients need addressed in this global situation.
Am I an authority on the services I offer?
If the answer is “no”, then become one. People need reassurance, and if they sense you don’t have confidence in your abilities, then they won’t have confidence in you.
Check out the search results of other cleaning companies, and how they are positioning themselves to best match the current market.
Am I looking for clients in the right place?
If your sector of the cleaning industry specializes in schools, retail outlets, or residential areas, you may need to temporarily adjust your client-base until this all blows over.
Once you’ve tackled these questions, and realized that for the time being, you are working outside your comfort zone. Please remember that this won’t last forever, and when it does finally blow over, you will have some excellent new skills to add to what we are sure is an already impressive list!
Make a list of clients you service currently, and who, with minimal effort, you could pivot to begin servicing as well. We suggest this is where you start looking for places to optimize your services and marketing to best suit the current needs and pain-points this industry has.
It is a time where it may be difficult to separate fact from fiction, but we all need to be dedicated, diligent, and believe that things will be changing in a positive direction soon.
In reaction to the global issue, the expected levels of sanitation have been raised across the board, and we’re guessing that these levels will stay elevated for years to come. The best move is to adjust to the changes as best as you are able to now, and to put long-term plans into place to make these practices your “new normal”. Again, we’ll be here throughout this journey to support you. We’ll also be making important changes in order to stay current, adapt easily, and be in a position to help. We have your back!
Swept is dedicated to highlighting stories that keep everyone in the janitorial industry as up to date on world events and in-the-know as possible. Having started as a commercial cleaning company ourselves, our hearts go well beyond the janitorial software we offer. Learn more about Swept’s cleaning company software here. And to keep up on all the trends in the janitorial services industry, subscribe to our blog!